Prestigious & Vital
Unless someone sells virtually everyone else in the food chain goes hungry and that fact alone makes selling among the most prestigious and vital professions on the planet. After all of the platitudes and pundits have had their say what is it that a sales professional has to do to earn a living, grow a business or provide an opportunity for everyone else to do what they do? Close.No matter what a company or business does NOTHING is more important than having their sales professionals close, fail to do that and the enterprise fails plain and simple.
H-C’s clients come to understand that selling in the 21st century isn’t always about their products or services either, they learn that creating and nurturing strategic relationships and making connections that seemingly have little or nothing to do with their specific products or services can also be a critical part of successful selling.
H-C consulting and executive education features the Comprehensive Negotiating Strategies (CNS), framework a universal negotiation framework with tools and strategies that can be tailored to help sales professionals strengthen their existing relationships, while at the same time learn to influence and close prospects they were unable to close previously. That’s how they distinguish themselves as outstanding performers in their individual business sectors, industries and professions.
Symbiolateral Perspective
Symbiolateral perspective is the CNS proprietary term that refers to seeing or being aware of a sales or negotiation environment from virtually every angle simultaneously.
Many sales professionals are so focused on what is right in front of them that they miss critical details and subtle shifts in momentum coming from other directions; the next thing you know they’ve lost a client or customer or their relationship with an organization they’ve been selling to for years takes a sudden turn in another direction.
A good deal of the time those seemingly sudden shifts were staring at them long before the consequences materialized. Remember selling is closing but closing involves a great deal more than six simple steps and three simple rules. Why?
Because people come in all sorts of shapes and sizes with all kinds of backgrounds and experiences; using the same approach with everyone is a guaranteed way of insuring that you will only sell to a fraction of those you might otherwise close if you were taking these and other things into consideration.
Communication style, communication type, risk factors, competitive intelligence, timing, organizational structure, character and the personalities of decision makers and decision fakers; all of these topics/components have to be tailored and designed for the way your organization sells, the way your customers or clients think and interact with you; and for the way you learn best.
A Customized Multifaceted Approach
Why a customized INTERACTIVE multifaceted approach? Because an ongoing multifaceted interactive approach is the only way to create lasting change and new behaviors that bring new results.
Sample Topics
- Decrease/Increase Pricing
- Handling Different Buyers
- Raising Your Added Value
- Create Power With Influence
- How To Alter Deadlines
- Negotiating With Colleagues
- Concession Strategy – New Rules
- How To Counter Any Objection
- Changing Others Priorities
- Testing Limits
- Handling Deadlock & Inertia
- 7 Different Modes Of Negotiation
- BATNA: 21st Century Strategy
- AND SO MUCH MORE